How to Integrate Just Sold and Listed Prospecting

It’s important to do both Just Listed and Just Sold prospecting. I’ll tackle why that is, how you should approach it, and what you can expect from it.

Essentially, this is a form of circle prospecting. We use Just Listed and Just Sold to bring in value when calling into a neighborhood. However, with these sellers, they don’t necessarily have any motivation. You want to educate them about what’s going on in the area, such as new listings. It’ll click that your agency is on top of the market and actively marketing listings.

"It’ll click that your agency is actively marketing listings."

It does have to be the lowest ROI prospecting method out there with a low contact rate, which can be frustrating. It has between a 1% and 2% conversion rate as far as highlighted leads. Those leads will then need to be nurtured for at least 6 months before seeing any business.

However, there is an advantage. No one else is calling these people. There’s extremely low competition. Once you’ve built up a relationship with that person, they’ll convert into a client with time. The process isn’t so much about low motivation, but adding them to your database and building a rapport through drip campaigns.

That way, when they’re ready to move, they know you’ll actively market their home, since you originally called about their neighbor's listing. The database alone helps you grow and expand your business. Cool, right?

If this is of interest to you, be sure to check out our webinar.

If you have any questions about this topic or more, I’d be happy to help. Give me a call or send me an email!

Three Reasons People Fail When Using our System

Jessica Sanders
We occasionally have clients who don’t get great results from our system. Most of the time we can attribute these shortcomings to three different problems.

  1. The first is a failure to implement a solid lead follow-up system. If you don't have one in place before you hire us, you won't be successful. A good lead follow-up system is essential for our system to work properly within your business. It’s the backbone of our program, and we can help set up a basic system in your office.
  2. The second reason comes down to unrealistic expectations. This isn't a get rich quick scheme, it's a long play. This is something that you will need to implement over 3, 6, or even 12 months before you see ROI. We want you to be successful at this, so when you hire us, we want you to think of us as hiring someone in your office to handle all of your prospecting needs for $32,000 a year. Be patient, follow the system, and you will see results from your investment.
  3. The final and most important reason clients have failed is a lack of communication between us and your calling assistant. We need to be in constant communication and be able to reach out and transfer data if we have something that needs to be taken care of quickly.

If you have any questions for us, or would like to schedule a 1-on-1 consultation, feel free to give us a call or send us an email. We’ll talk soon!

Why We Don’t Hire Part-Time Callers

Jessica Sanders
1000 Calls A Day
We don’t ever hire part-time virtual assistants for our clients, and that’s because we want them completely dedicated to you and your business. It’s similar to when Realtors urge their clients not to hire part-time real estate agents. Part-time workers aren’t fully committed to their jobs, and we only hire people who are fully committed to helping you grow your business.

Each VA we hire is dedicated to one single client, and this vastly improves their effectiveness on the phones. When we train our assistants, they get to know your marketing plans and your branding very closely.  We even like them to know your geographic location so when a client asks them where your office is, they can give that person an answer!

When each VA is dedicated to a single client, they don’t ever mix up scripts or mess up names, and it allows them to get comfortable within their position in your business. This also causes them to get to know your team on a more personal level.  We encourage fostering an inclusive culture with your assistant, which usually results in the VA working even harder for you.

We have some clients with multiple VA’s working for them, but each VA is designated to a certain part of their sales or marketing strategies. Please ask us about this if you need more than one VA for your specific marketing or sales needs.

We look forward to hearing from you!

Jessica Sanders
1000 Calls A Day

Using Survey Scripts to Effectively Prospect

In many states, we run into the problem of unlicensed prospectors making solicitation calls. One of the ways we’ve found to work around that is to redefine all of our scripts to give each one of them a version that’s a survey script. There are several states where this is pertinent.

When going into a neighborhood to prospect just listed, just sold, or even absentee homeowners, let the prospects know that you value their time. Using a survey script that allows someone to back out of the call at the beginning of the call not only shows respect for their time, it helps your team build rapport. Showing that you value their time and information also lets prospects know that it’s only going to make your services better as the area expert.

I know Texas, Tennessee, New Hampshire, Alabama, and California have issues with real estate commissions and unlicensed phone calls. All the rules are a little different so you need to check out your real estate commission's website and find out. I can provide some guidance, but not all the specific rules for real estate commissions.

Another thing we’d like you to think about when using a survey script instead of a traditional real estate prospecting script is changing the language you use when actually diving into the call. This is a fact-finding mission, so you’re actually mining for data on how our team can help service the area better, instead of a pushy sales call.

It’s a little bit of a softer pitch, but it works well and we see our call times go up. We’re gathering information and we’re building rapport within your community.